There’s nothing people hate more than when others just talk and never listen. This is a key principle of sales. Asking questions is important, but making sure you’re able to listen to customers can make or break a sale. If you ask an unasked question, it can lead potential customers to worry about something that wasn’t a problem in the past. Instead of focusing on useless questions, focus on what they’ve already told you and move on from there. Dig to get to the real center issue. Instead of answering directly, make sure that you are asking a question if they respond with one. Like we saw in class, when you are more direct, it can box you in a corner.
By jhartshorn
BoweryJE22 2 thoughts on “Ability to Listen”
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I totally agree. Strong communication, especially in sales, isn’t only about asking questions but also about listening to what the prospects have to say. So often salespeople try to impress the customer and talk their ear off instead of listening effectively and getting to the root of the problem.
Very true, James. Nothing worse than a person who refuses to listen. Getting through a pitch is not an effective way to communicate and sell a product. It is so vital to answer questions with a question to get into the mind of the potential buyer.